Sam Crossen is not only a fantastic example of a Value Hero, but his story also exemplifies one of our most recent webinar topics - Value Selling as a Team Sport.
Stay ahead with customer value thinking.
Value Selling (4):
There is no doubt that the time has come for companies to take a serious look at the customer value management (CVM) process, methodology, and tools. It has never been a better time to get started. And the reason is simple: do it or get churned out!
Your customers are doing the same analysis that you are doing. They want to improve net retention and avoid churn. As a result, any vendor who visits them or speaks to them about increased net retention rate or churn reduction will be placed on top of the list of SaaS solutions to keep investing in.
As you reinforce your customer value proposition...
Stephen Walters lives and breathes value. As the Field CTO at Gitlab and a DevOps Institute Ambassador, Stephen understands the importance of clearly articulating value in every conversation.
Support your customers by delivering measurable value and strong value communications
When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.1
While at BDNA, Chris Russick and I worked together to win a very competitive deal at Bank of America. Chris’ technical leadership helped create, lead, and win a Proof of Value against our three primary competitors.
Angela Wall, a Senior Manager of Technical Program Management at Oracle, is an influential leader at everything she does. But what truly makes her stand out is her strong client focus, her wonderful communication skills, and above all, her transparency and honesty.